Senior Sales Engineer - Enterprise at Nuance

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Nuance is the pioneer and leader in conversational artificial intelligence (AI) innovations that bring intelligence to everyday work and life. We deliver solutions that understand, analyze, and respond to people, amplifying human intelligence to increase productivity and improve security. With decades of both domain and AI expertise, we work with thousands of organizations across a wide range of industries. 

 

Check out our team Life at Nuance!

 

Join our team! At Nuance, we are constantly reinventing how people connect with technology and with each other. Our AI-powered solutions empower organizations to transform “business as usual.” For decades, the world’s leading financial, healthcare, telecommunications, retailers, and government organizations have trusted Nuance to bring them award-winning solutions that deliver more meaningful outcomes and empower a smarter, more connected world. From clinical speech recognition technologies that free physicians to spend more time caring for patients to real-time intelligence that powers billions of customer interactions, we’re deeply committed to helping organizations push the boundaries of what’s possible.

 

Summary:

 

The Sales Engineer uses their consulting skills during pre-sales to develop and advocate a solution to deliver positive business outcomes for the customer.  Pre-sales involvement also includes contributing to and/or making presentations or conducting product demonstrations, as well as developing solution proposals, building architecture diagrams, ROI cases and creating statements of work. After the sale, the Sales Engineer may continue consulting with the customer to identify the client’s changing needs and provide specifications for product upgrades and/or expanded service agreements.
 

Responsibilities

  • Become a selling partner to specific assigned Account Executives with a targeted shared quota.
  • Work with Account Executive and Account Sales Engineers to develop services and transactional pricing components, ROI/Business Case, and assist where needed on content for HSO, RFP's, Proposals and SOW's. 
  • Perform solution sizing for hardware/software elements of the solution.  
  • Be a customer advocate towards our deeper technical organizations (PS, Engineering, Product) ensuring product roadmaps accurately reflect customer needs and market directions
  • Become a trusted advisor to engineering, product, and other technical teams within prospects pre-sale
  • Collaborate with sales and marketing teams in making sales presentations by sharing accurate technical information that describes the technology behind how Nuance products work. This often includes conducting product demonstrations for customers/partners.
  • Consult directly with clients to explain the technical aspects of Nuance’s capabilities and develop solution roadmaps. This includes performing initial application discovery with customers/partners, elaborating on functional and feature requirements of the target solution with the customer/partner, architect workable solutions and evaluating possible paths/workflows that are technologically feasible and make good business sense.
  • Work with Account Executives, Product Management, Professional Services, Finance, and Legal on technical aspects of proposals for professional services, and statements of work for applications and technology integration based on preliminary customer/partner requirements.
  • Work with Account Executives and PS Teams to provide accurate work estimates and price quotes for engagements.
  • Work with Sales, Professional Services, Product Management, and customers as necessary, to determine innovative approaches for "non-standard" implementations.
  • Maintain communication with people at all levels internally as well as with customers/partners, ensuring the proper and timely flow of solution and technical information from and to the account.
  • Provide input into product and research direction by establishing technical requirements, sharing market feedback with product management, and providing feedback on product roadmaps and release definitions.
  • Maintain a deep and ongoing understanding of our technology, including the user interface, integration methods, business rules, and limitations of the technology.
  • Project scoping: Experience responding to Requests for Information (RFIs) and Requests for Proposals (RFPs), providing input on scoping and estimating time/resources and providing quotes for the project’s technical requirements.
  • Strategic approach: Understands sales cycle and strategies. Gives valuable input to constantly improve sales strategy. Actively implements and supports approach and processes as defined by sales management.
  • Account development: Understands the account from an organizational, financial and product standpoint. Ability to clearly outline and develop business cases. Prepares well for sales meetings, has data readily available, and immediately follows up on open issues/concerns. 

Knowledge, Skills, Qualification:

  • Education: Bachelor's degree
  • Minimum years of work experience: 6

Required skills:

  • Previous experience working in a consultative presales role
  • Excellent verbal and written communication skills
  • Excellent demo and presentation skills
  • Ability to work remotely and independently
  • Strong attention to detail
  • Superior customer interface, telephone, email etiquette skills
  • Planning, negotiating and time and priority management skills are critical
  • Ability to take customer requirements and consult with relevant internal authorities in order to draft to proposals and statements of work.
  • Ability to remain calm under pressure and cope/ react appropriately in a fast moving, constantly changing work environment
  • Knows when to escalate issues to Nuance or client management as appropriate for the situation

Preferred skills:

  • Experience with contact center technologies (IVR, WFM, Telephony)
  • Basic understanding of Voice Biometrics and Speech Recognition
  • Basic understanding of digital interaction technologies such as live chat, virtual agents/chatbots
  • Basic understanding of web development technologies (Java, Tagging, Analytics)
  • Basic understanding of call center analytics
  • Relevant enterprise industry experience (contact center technology providers, speech technology, IVR, web/mobile, artificial intelligence)
  • Familiarity with IS Security and industry related regulations (Sarbanes-Oxley, PCI DSS, Data Protection and Privacy regulations).

Additional Information

Nuance offers a compelling and rewarding work environment. We offer market competitive salaries, bonus, equity, benefits, meaningful growth and development opportunities and a casual yet technically challenging work environment. Join our dynamic, entrepreneurial team and become part of our continuing success.

 

Nuance celebrates diversity and is proud to be an equal employment opportunity and affirmative action workplace. We consider all qualified applicants without regard to race, color, religion, sex (including pregnancy), sexual orientation, gender identity or expression, national origin, military and veteran status, disability, genetics, or any other category protected by law or Nuance policy.  If you need an accommodation because of a disability for any part of the employment process, please call 781-565-5086 and let us know.

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Technology we use

  • Engineering
  • Product
  • Sales & Marketing
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    • SendGridEmail
    • Oracle EloquaLead Gen
    • Adobe Experience ManagerLead Gen

Location

Our headquarters is in Burlington, 30 minutes from downtown Boston, right off 128 and across the street from Wayside Commons (hello, shopping!).

An Insider's view of Nuance

What’s the vibe like in the office?

I enjoy being part of our diverse team. There are more than 20 nationalities represented, and we have quite different educational backgrounds and roles, like speech scientists, engineers and business people. We expanded the Vienna office in the last few years, and we cover all ages and levels of experience.

Gerhard

Senior Director Engineering - Dragon Medical One

What does your typical day look like?

On the Digital team, we work with the world’s most prominent and trusted brands, every day. Those brands depend on us every day to delight their consumers. We’re a true partner in their success; and we do it with the world’s brightest minds, and some really cool technology. Nuance truly empowers its people to change the world we live in.

Ben

Director, Software Development

How does the company support your career growth?

Career mobility ties into career development. You bring these core skill sets into these different roles, but what are the skills you want to expand on and grow? How does that fit into your overall career plan? Nuance is a place where you can try on different hats by sitting on different teams, or even just trying them on in your current role.

Michele

Program Manager, R&D Transformation Initiatives

How do you empower your team to be more creative?

We unlock the creative potential in everyone by creating an environment where people can trust each other and express their views freely. We follow three principles: focus on the customer and empathize to understand their needs, encourage risk taking, and create a platform to share the stories outlining creative ways teams solved problems.

Raghu

Vice President, Engineering

What projects are you most excited about?

I'm most excited about how we will take our expertise gained in the Voice channel to help customers deliver the same frictionless, yet highly secure experiences via Digital Web and Mobile channels.

Danny

Fraud and Biometric Sales Executive

What are Nuance Perks + Benefits

Nuance Benefits Overview

Our success as a company is made possible by our employees. Your passion, curiosity, and tenacity propel us forward and produce more value for our customers and stakeholders. In turn, we're committed to taking care of you with our comprehensive benefits and awards.

There's nothing more important than the wellbeing of your and your family. Our medical, dental, vision and financial health plans provide peace of mind now and in the future. Your family and friends will enjoy spending time with you thanks to our generous paid time off and flexible work benefits. And you will feel empowered to be your best self by utilizing our fitness and wellness offerings.

Culture
Volunteer in local community
The Nuance Cares program offers employees up to 16 volunteer hours of paid volunteer time off each year supporting a qualified non-profit organization of their choice.
Partners with Nonprofits
Friends outside of work
Eat lunch together
Intracompany committees
Open door policy
Team owned deliverables
Team based strategic planning
Group brainstorming sessions
Pair programming
Open office floor plan
Diversity
Documented equal pay policy
Dedicated Diversity/Inclusion Staff
Highly diverse management team
Unconscious bias training
Diversity manifesto
Someone's primary function is managing the company’s diversity and inclusion initiatives
Mean gender pay gap below 10%
Diversity Employee Resource Groups
Hiring Practices that Promote Diversity
Health Insurance & Wellness Benefits
Flexible Spending Account (FSA)
Nuance employees can contribute up to the IRS maximum annually to their FSA.
Disability Insurance
Short-term disability insurance covers 100% of annual salary for a 26-week maximum. Nuance also offers long-term disability.
Dental Benefits
Our dental plan covers $2,500 of expenses.
Vision Benefits
The vision benefits plan covers 100% for annual eye exams with $150 for glasses and contact lenses.
Health Insurance Benefits
Life Insurance
Pet Insurance
Wellness Programs
Onsite Gym
Team workouts
Nuance's team fitness initiatives include in-office yoga classes and sponsorship of a race team for the J.P. Morgan Corporate Challenge.
Mental Health Benefits
Retirement & Stock Options Benefits
401(K)
Nuance offers a 401(K) plan through Fidelity Investments.
401(K) Matching
Nuance provides employees with a 401(k) matching plan managed by Fidelity. We match 100% of the first 3% of eligible compensation and contributions up to 50% of the next 2% for a maximum of 4%.
Company Equity
Employee Stock Purchase Plan
Performance Bonus
Match charitable contributions
We match dollar-for-dollar for a maximum of $1,000 annually.
Child Care & Parental Leave Benefits
Child Care Benefits
Generous Parental Leave
We provide up to 12 weeks of parental leave for the primary and secondary caretaker.
Flexible Work Schedule
Remote Work Program
Family Medical Leave
We provide up to 12 weeks of paid leave to care for a family member with a serious medical condition
Adoption Assistance
We reimburse up to $10,000 for eligible adoption expenses and 12 weeks of paid leave.
Return-to-work program post parental leave
Company sponsored family events
Fun and exciting bring your child to work program.
Vacation & Time Off Benefits
Generous PTO
Nuance employees receive between 20 and 25 days per year of paid time off based on years of service. We also provide 11 paid company holidays annually.
Paid Volunteer Time
Paid Holidays
Paid Sick Days
Nuance proudly includes Paid Sick Days as part of our overall Paid Time Off policy.
Perks & Discounts
Casual Dress
Commuter Benefits
We offer pre-tax commuter benefits for all employees.
Game Room
Stocked Kitchen
Nuance offers unlimited free style soda machine, Bevi drinks, cold brew coffee, iced coffee, specialty coffees including Dunkin & Starbucks.
Parking
We offer employees Free on-site parking including car pool spots, expectant mothers and electrical charging stations.
Relocation Assistance
Fitness Subsidies
Nuance reimburses its employees up to $150 annually for many of the most common health and fitness services and activities.
Home Office Stipend for Remote Employees
Professional Development Benefits
Job Training & Conferences
Nuance offers employees professional development opportunities like Annual individual budget for training, Onsite training courses, The ability to attend job related conferences and seminars.
Tuition Reimbursement
Our tuition reimbursement plan offers an annual max of $5250.
Diversity Program
Lunch and learns
Nuance hosts lunch and learn meetings on occasion.
Cross functional training encouraged
Promote from within
Mentorship program
Continuing Education stipend
Time allotted for learning
Online course subscriptions available
Customized development tracks
Paid industry certifications
Nuance funds business relevant certifications.

Additional Perks + Benefits

Nuance supports our Employee Resource Groups (ERGs): Nuance Pride, Women in Nuance (WIN), Multicultural Association for Diversity Empowerment (MADE). These groups sponsor internal and external events and activities to create awareness, provide resources and foster relationships across the globe.
We provide a choice of two medical plans. With our High Deductible Health Plan, Nuance provides a company contribution to the Health Savings Account.
We provide access to thousands of discounts and access to voluntary benefits such as pre-paid legal insurance, identity theft protection and long term care insurance
We also now reimburse up to $10,000 for surrogacy.

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